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How Companies Succeed in Social Business: Case Studies and Lessons from Adobe, Cisco, Unisys, and 18 More Brands by Shawn Santos

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6. How to Use Social Media to Solve Billable Consultants’ Nonbillable Dilemma

David Shimberg, Director of Global Services Marketing, BMC Software

Consultants are incented by their billable time, the development of best practices, and their depth of experience. Social business enables the free flow of information with an emphasis on “free,” which tugs at the purse strings and normal behavior of a consultant and his or her team. This chapter focuses on social business approaches that work with consultants and their management team. When the “light bulbs go off,” consultants usually top the list of the businesses most social resources.

Why?

Our forefathers tell of a time when news traveled by word of mouth, horseback, smoke signal, or even carrier ...

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